Palo Alto Senior Manager Sales OPS & Transformation Lead Channel 

United States, California 

47277122

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

This role will directly manage a strategic portfolio of cross-functional CPQ integration initiatives spanning Sales, Finance, Legal, and IT. Success requires a deep partnership with executive business leaders, product management, and technical teams to define and realize the future state of our quoting systems.

The ideal candidate has demonstrated leadership in process design, large-scale system transformation, and defining requirements, with a proven ability to assess "below the line" and "above the line" organizational impacts. You must be comfortable leading through high ambiguity, expertly influencing without direct authority across organizational silos, and making robust, data-driven decisions. Exceptional cross-functional collaboration and executive presence are non-negotiable for success.

Your Impact

A. Strategic Architecture & Planning

• Deconstruct and architect solutions for complex business challenges related to CPQ (e.g., quoting efficiency, order accuracy, integration complexities between CSP and PANW) with a long-term, scalable view.

• Define and structure complex, cross-functional workstreams to solve end-to-end CPQ business problems, moving beyond mere technology implementation.

• Proactively identify and manage critical interdependencies and risks across Sales, Marketing, Channel, Customer Success, Finance, Legal, and IT.

• Establish business outcome-driven milestones and lead indicator KPIs (e.g., quoting cycle time reduction, order processing accuracy, revenue recognition efficiency) that clearly measure value delivery.

• Assess and mitigate end-user (e.g., seller, deal desk, finance) impact and institutionalization requirements globally.

B. Execution & Advanced Program Leadership

• Translate high-level strategic CPQ integration objectives into detailed, iterative execution roadmaps and effectively drive the underlying technical and process sprint plans.

• Proactively eliminate critical blockers and navigate organizational resistance through structured problem-solving and executive-level engagement across business, operations, and IT.

• Communicate crisply and strategically to executive stakeholders via status updates, Steering Committees, and formal presentations, ensuring alignment and decisiveness.

• Expertly influence stakeholders across all functions and levels—building trust and driving accountability across all program contributors.

C. Institutionalization & Enterprise Change Management

• Own the holistic view of change implications across global field teams and internal functions impacted by CPQ integration.

• Directly partner with Sales Enablement, Field Communications, and Operations to design and implement impactful rollout and capability-building plans that ensure adoption.

• Mandate and embed robust change management strategies, including comprehensive process documentation, training structures, and enduring support mechanisms.

D. Value Realization & Continuous Improvement

• Establish governance with Operations and Analytics to rigorously track success metrics and measure financial realization post-implementation.

• Formalize a continuous feedback loop with field users and process owners to drive iteration and ensure future program phases deliver increasing value.

Your Experience

• 8+ years in partner operations, channel operations, or related business operations roles, preferably within a SaaS or high-growth tech company

• Proven success managing partner incentive programs, compensation frameworks, or operational policy implementation across partner ecosystems (resellers, distributors, GSIs, MSSPs, and CSPs)

• Hands-on experience with Salesforce (CPQ, PRM) and inventive management platforms like Varicent. Experience with cloud marketplace private offers is a strong plus.

• Advanced skills in Excel/Google sheets (pivot tables, vlookups, visual storytelling) and Powerpoint/Google Slides

• Demonstrated ability to identify operational gaps, define scalable solutions, and drive cross-functional alignment to implement them

• Deep understanding of governance, compliance requirements, and audit controls related to partner compensation and incentives.

• Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems

• Strong communication, collaboration and leadership skills and the ability to effectively partner with all levels of management

• Self-starter, highly motivated with insatiable curiosity to learn about and influence the business

• Works well within a matrixed environment, with ability to manage simultaneous projects with multiple stakeholders, and tight deadlines

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $145,000 - $213,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.